Ken Hoppe

And so we first wrote our line of code in late 2019.

So really, I look at 2020 as our first really billable year.

And we came in just a hair under 300,000.

No, it's certainly it's certainly we are typical clients are B2B that have a lot of front end call center reps called BDRs or business development reps that do business to business outreach with net new prospects.

And so what we saw back in my time at Google is that there was a continual decline of the ability to engage with people that we don't have relationships with.

And so email has lacked and people have shifted to the LinkedIn channel.

And we saw that everything was moving mobile.

In fact, Sundar Pichai, the CEO of Google at the time, all of our advertising was shifting to mobile.

We looked around the office as sales leaders

None of us had desk phones.

So the epiphany was, no one has a desk phone.

Let's just make that assumption.

And so we stumbled across a study by IDC and then the Boston Consulting Group, and they really confirmed what we thought is that eight out of every 10 business professionals use their smartphone as their business phone.

So we thought, okay, well, let's find a data provider that can provide us mobile business phones for our targets.

And we couldn't find that.

You know, the cell phone number for our prospects.

Yeah.

So we do two things.

So the other thing that we wanted to address is, particularly for tech, people change jobs a lot faster than our parents did back in the day.

And so what we often find is BDR reps that are doing large volume outbound are oftentimes chasing or pursuing 10 to 20 percent or more of the prospects that don't even work at the target company.